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Following Up with Potential Clients after First Contact

The idea of a successful legal marketing campaign is to get in contact with potential clients. As successful as the advertisements might be in getting people to make first contact, the deal isn’t done until there’s ink on paper in your office. If you’ve gotten a possible future client to contact you, your advertising has done its job, and now it’s up to you to keep the relationship going. A quality follow-up plan can really bring home the clients.

Ben Glass from Great Legal Marketing points out that it can take almost a year between the client making contact and a deal being made. And after you give out a free book or report, the potential client doesn’t really owe you anything. A book was offered, and they took it. Staying at the top of their list of law firms is up to you, and following up afterwards will keep you relevant.

Clients looking for information will probably get the information from a few different resources, including a few other competing law firms. If they contact you, they probably contacted others as well. So when they go to make the phone call to set up a meeting and sign with a lawyer, it’s not necessarily a done deal that you will be the one for them. Follow up with a personal letter or a monthly newsletter or just a quick email asking them how they’re fairing with their situation. At that point, you don’t owe them anything and they don’t owe you anything, but being the one attorney who genuinely cares when they’re money on the table will keep you close to memory.

You’re probably asking yourself: What the heck happens next? How do I get a steady stream of clients? Am I doing enough in my marketing? Is there anyone who’s made it to the top of the mountain who can point me in the right direction?

I know. I’ve been there. I know exactly what you’re going through as you start to think about marketing your law firm seriously, and I’ve learned the hard way which strategies will grow your business and which are financial black holes. And let me tell you, not only is there a path to the top of the mountain, but I have created a systematic approach to getting you there.

Download my 10-Step Program For Marketing Success and discover the steps I would take if I started my practice from scratch, right now!

By the end of this report, you’ll be shocked that I’m giving it away free. To put it simply, this report will answer the biggest question I get from lawyers around the country on a weekly basis. Click the button below and download today!